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salespeople

B

barfly2

I know posts have recently been about the loss of on air, production, traffic, etc jobs but I'm also interested in opinions about the sales aspect of radio now. How things have changed! Even the veterans seem scared for their jobs.... and miserable! :'(
 
In good times or bad times sales people get a monthly report card. It's called THE BOTTOM LINE. Every sales department has a couple veteran top producers. They have a list that includes big spenders. During times like these, the car guys and other big spenders may cut back. Problem with having those type of accounts is that losing one can put a huge dent in your billing! Whereas; the sales person with a longer list of mostly local direct types can lose one and not suffer as much. Of course, a list of local direct types may suffer when the mom and pops decide paying the electric bill is more important than advertising. Regardless, radio sales people, for the most part, are the best trained and most professional of any industry. Good sales people are always in demand.
 
I think the sales people affected are those at the extreme ends of the pay scale. Those that make a lot of money (through salary, not commission) like market managers will get axed. I think you'll see one or two people watching over entire clusters as opposed to one sales manager per station or two stations. At the other end it's the people just not meeting quotas. So if you're not bringing in enough money, or keeping too much for yourself, keep your head down.
 
The soft economy has greatly affected advertising sales in Tampa Bay, especially in the radio business. The big spenders are scaling back and in many cases completely leaving radio out of their budget. For example, a local car dealer, which is traditionally a big radio spender, believes they need to target their surrounding areas and radio is being omitted in favor of media such as neighborhood print, directional billboards, direct mail and zoned cable TV. The car dealers, and many other once highly-profitable area businesses, have been in survival mode for months. Do you remember all the mortgage companies and real estate businesses on the radio as late as 2007? These aggressive radio advertisers have also disappeared.

It has been an extremely hard 2008 for advertising sales people. I believe radio sales people have been affected the most. I personally know a few very talented radio sales people who have left radio for other sales positions. These were great radio sellers and will succeed in their other sales life. At the same time, they are big losses to their respective stations.
 
I can't say I know any recently but over the past 2 years.... Business Journal, Credit Card Business Sales, quite a few went to television, pharmaceutical sales, restaurant industry, the trade show industry, promotions, media buying… to name a few.
 
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